3. The “I” in D.R.I.V.E. stands for I­nvest.

Consultative selling is fine, but often means you gather information in meeting #1 and then prepare a proposal for meeting #2. Then you’re left chasing the advertiser for weeks. Come prepared to the first meeting with ideas, options, and pricing variables and get buy-in on the spot. Preparation is key to your sales success. Invest in the time it takes to come to sales call prepared.

4. The “V” in D.R.I.V.E. stands for V­alue.

Value is everything in sales. If you bring no value to the prospective advertiser, you bring nothing to the advertiser. There are three main things most business people want: to save time, to save money, and to make money. You need to quickly prove what value you bring to the table. Once you have identified the value you offer then you need to focus on the sales call itself. Cut to the chase and drive home value with your talk or presentation.

5. The “E” in D.R.I.V.E. stands for E­nd Game.

Establish a follow-up protocol so your end game is crystal clear. This is the most important part of the D.R.I.V.E.sales process. At the point in the sales meeting when the advertiser says they need to “think about it” or “take the idea to the boss for approval,” you need to establish a follow-up protocol. It’s critical your follow-up process and here's to what I like to call the “Magic 48-Hour Sales Window™.” You have approximately 48 hours to re-engage the advertiser or risk losing them. This is why I don’t pitch new proposals on a Friday. Be on the lookout for my e-Book called, the “Magic 48-Hour Sales Window™” coming out soon.

Ok, let’s wrap up.Any plan is better than no plan. Think about the components of my D.R.I.V.E.sales plan and figure out ways to adjust your own sales plan.

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Thank you to Niche Media for this article: https://www.nichemediahq.com/sales-drive/